Rethinking Sales Management

A Strategic Guide for Practitioners

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Rethinking Sales Management by Beth Rogers, Wiley
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Author: Beth Rogers ISBN: 9781119995517
Publisher: Wiley Publication: February 15, 2011
Imprint: Wiley Language: English
Author: Beth Rogers
ISBN: 9781119995517
Publisher: Wiley
Publication: February 15, 2011
Imprint: Wiley
Language: English

Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role.

This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role.

This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.

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